Be Better at Exhibiting

How to Succeed at Exhibiting at a Trade Show

Business Development Training Workshop

Ermine Amies

@Ermine_Sandler

01485 525220

www.anglia.sandler.com

What’s good and bad about Exhibitions?

Objectives

Make sure you agree individual targets for staff attending, tailored to their skills and knowledge, for preparation, on site and follow up. What gets measured gets done.

Involve staff in the planning process.

What’s In That Fishbowl?

What’s In That Fishbowl?

Use your stand promotions to qualify and develop business opportunities.

Don’t be an also ran with spa vouchers if you aren’t in the spa business.

What’s your Post Show Strategy?

SECRET WINNING TACTIC #1: Plan it before you go. Book out time for appointments.

Write the drafts. Prepare the process. Develop the full nurture campaign. Diarise the follow up to the follow-up.

Don’t make it up afterwards. Do all this BEFORE you even go to the show!

Quick - Qualify & DisQualify

SECRET WINNING TACTIC # 2:

What are you LOOKING at?

Ask for a business card and write down answers to your questions…

Your Visitor is “Qualified”…Now What?

• SECRET WINNING TACTIC #3: Agree next specific steps with your prospect while s/he is on the stand.

Your Visitor is “Qualified”…Now What?

• SECRET WINNING TACTIC #3: Agree next specific steps with your prospect while s/he is on the stand.

• SECRET WINNING TACTIC #4: Print out your diary. Take some index cards or comp slips and write down the appointment and hand it to them, if they are relying on memory.

Inspect What You Expect

• Make a up front contract.

SECRET WINNING TACTIC #5: make it OK for them to say NO!

5 SECRET WINNING TACTICS FOR SUCCESS AT TRADE SHOWS AND EXHIBITIONS:

1. Plan it before you go. Book out time for appointments. Do the prep BEFORE you go. Measure what matters.

2. Qualify quickly. What are you LOOKING at?

3. Agree next specific steps with your prospect while s/he is on the stand.

4. Print out your diary. Take some index cards and write down the appointment.

5. Make it OK for them to say NO!

• Lessons Learned:

–Start doing

–Stop Doing

Referrals?

Speaker?

Ermine Amies@Ermine_Sandler

01485 525220www.anglia.sandler.com